Sales and Distribution Management II - DF25S10

This study material provides a clear understanding of essential sales and distribution functions, including sales planning, budgeting, forecasting, and cost evaluation. It covers recruitment, training, motivation, compensation, and performance assessment of the sales force, along with territory design and leadership practices. Students also learn key concepts of distribution management, logistics, channel structure, wholesaling, retailing, and major trends, equipping them with the skills needed to manage sales operations and distribution channels effectively.